According to Reed Exhibitions, a trade show company based in Toronto, there are over 12,000 trade shows in North America each year. Trade shows can be a good investment, but only if you know what you’re doing. The people at Reed estimate that while it costs about $626 to close a sale at a trade […]
There’s a lot going on in The Perfect Sales Call (PSC). This important interaction involves dozens of power phrases that must be properly tested and delicately timed. Verbal cues must be matched by corresponding non-verbal cues, depending on whether the interaction is a phone call or a physical meeting. Of course, tone delivery, and timbre […]
I’ve been a commissioned sales person my entire adult life. Early in my sales career, I learned that superior closing techniques put bread on the table. The ABC Close, the Customer Involvement Close, the Assumptive Close, and the Compliment Close have served me very well. Here are some tips to help you bring in more […]
Price concessions are a daily ritual for most salespeople. Seriously? Anyone can close a deal by reducing the price. Besides, a lower price means less revenue and a lower sales commission. Even if you don’t care about margins, your sales manager probably cares deeply. Her commissions and bonuses are derived from your numbers. There’s an […]
Dear Prospective Client/Sales Manager– I listened carefully when you explained what was happening at your business. I’ve created a “punch list” of things I can do for your team, if you think we’re a good fit. Simply print out this email and put a check mark next to the line items that appeal to you: __ […]
Peter Falk, who played one of television’s greatest characters, passed away last week, but not before giving salespeople one of the greatest closing techniques of all time.
Falk played Lt. Columbo, a bumbling police detective so unusual, he didn’t need a first name. Columbo was a true original, a slow-moving, hunched over man wearing a rumpled raincoat and carrying a stogie.
Columbo never seemed to know which way was up—until he solved the crime, usually by tricking the perpetrator into talking too much.